The RoleThe Revenue Operations Lead owns the systems and reporting infrastructure that powers our Go-To-Market organization. This is a senior individual contributor role sitting at the intersection of systems architecture, analytics, and program leadership. Accountable not just for keeping GTM tooling running, but for deciding how it should work.As the GTM organization scales, this role sets the technical and operational direction for our Sales, CS, and GTM tech stack. Define system standards, prioritizing the RevOps roadmap against business impact, and leading the automation and process work that removes friction from the revenue engine. You will be the person GTM leadership turns to when they need to understand what the data says, what the systems can support, and what it will take to change either one.Success in this role is measured in business outcomes. Improved retention, faster cycle times, higher data integrity, and operational capacity created for the teams you support.What You'll Do:Own the RevOps systems roadmap. Define priorities, make build/buy/defer tradeoffs, and align stakeholders on sequencingLead complex, cross-functional programs (system migrations, integrations, automation initiatives) from scoping through adoption and measurementBuild and maintain the dashboards, reporting, and analytics that measure customer satisfaction, account health, tool adoption, and utilization across the revenue organizationDevelop account-level reporting that shows how tools and workflows are actually being used, where adoption is strong or weak, and what actions would improve effectivenessPackage complex usage and performance data into decision-ready insights, and translate that analysis into practical recommendations, enablement, and operating guidance for Sales, CS, and GTM leadershipServe as the technical owner of core GTM tooling, including Gainsight, designing scalable architecture, data models, and workflows rather than administering someone else's designDefine and enforce data quality standards, and own the reporting layer GTM leadership uses to make decisionsCreate presentation-ready narratives that explain queries, reports, dashboards, and recommended actions to both technical and non-technical audiencesPartner with Sales, CS, Finance, and Product leadership as a business advisor. Translating ambiguous business problems into system and process solutionsEstablish operational standards for issue intake, triage, and system reliability, and reduce recurring failure modes at the root rather than case by caseMentor junior team members and cross-functional partners, raising system fluency across the organizationIdentify opportunities leadership hasn't yet surfaced, build the case for them, and drive them to resolutionWho You Are / Requirements: You are a systems thinker who is comfortable owning outcomes in ambiguous territory. You can move fluidly between architecting a solution, digging into the data behind it, and getting a room of stakeholders aligned on why it matters. You have strong opinions about how revenue systems should work — and the judgment to know when to hold them and when to adapt.Gainsight Certification - Level 2 (required baseline)Data model: Matrix Data Architecture, MDA objects, Data Designer, Rules EngineHealth scorecards, playbooks, CTAs, and Success Plans — designed and configured from scratchJourney Orchestrator programs, surveys, and email templatesReports and dashboards built for CS leadership and exec consumptionSalesforce ↔ Gainsight integration and data sync management5+ years in revenue operations, sales operations, business systems, or a closely related function, including meaningful ownership of GTM systems.Deep hands-on Salesforce expertise (Certified Salesforce admin not required but preferred): strong working knowledge of Salesforce data, building dashboards, reports, workflows, analyses, and operational insightsAdjacent GTM tooling: CS platforms, CPQ, engagement, BIBuilder, not just maintainer: you've designed and implemented these systems, not inherited and kept them runningStrong analytical judgment: you can define the right metric, build the analysis, and defend the conclusion to a skeptical audienceA demonstrated ability to move between deep analytics and high-trust, hands-on partnership with Sales stakeholders in a consultative capacityExperience translating complex data, queries, and system behavior into concise business recommendations and executive-ready presentationsA track record of leading cross-functional programs to completion without formal authorityThe ability to set priorities under ambiguity and say no to good work in service of better workClear, credible communication with senior stakeholders. You can explain technical constraints in business terms and build alignment across Sales, Customer Success, Finance, Product, and other cross-functional partnersA knack for spotting patterns in tool utilization, codifying best practices, and driving adoption of more effective ways of workingA demonstrated bias toward durable solutions over one-off fixes, and a high standard for the systems you own Immigration sponsorship is not available for this position. Applicants must be able to maintain work authorization for the duration of employment without employer sponsorship or employer-provided training plans or attestations (including, for example, the Form I-983 required for STEM OPT).Benefits:Fundamentals:Medical / Dental / Vision / Disability / Life Insurance High Deductible Health Plan with Health Savings Account (HSA) optionFlexible Spending Account (FSA)Access to coaches and therapists through Modern Health's platformFlexible Time OffCompany-wide Collective Pause Days Family Support:Parental Leave Policy Family Forming Benefit through CarrotFamily Assistance Benefit through UrbanSitterProfessional Development:Professional Development StipendFinancial Wellness:401kFinancial Planning Benefit through OriginBut wait there’s more…! Annual Wellness Stipend to use on items that promote your overall well-being New Hire Stipend to help cover work-from-home setup costsModSquad Community: Virtual events like active ERGs, holiday-themed activities, team-building events, and moreMonthly Cell Phone Reimbursement Modern Health is a fully remote workforce and a hyper-growth company that is often recognized for its excellence, winning awards such as
World’s Most Innovative Companies of 2023 by Fast Company,
Top 25 Companies of San Francisco 2023, and
2023 Well-Being Trailblazer Award. To protect our culture and help our team stay connected, we require overlapping hours for everyone. While many roles may function from anywhere in the world—see individual job listing for more—US based team members who live outside the Pacific time zone are expected to work at least six hours between 8 am and 5 pm Pacific time each workday.
5 days ago